I call it lakeside work. My kids wonder what kind of job I have that allows me to push back from the desk on a sunny Friday in June to go to the lake.
“I’m doing work,” usually is met with some sort of sarcasm by the youngsters.
Officially, it was work when the #SparkSomeLife Tour came rolling... Read more »

I just finished reading a very interesting article in the Gallup Business Journal. The article discussed the findings of Gallup studies and research on managers in today’s business operations. Their overall findings were shocking — companies fail to choose the person with the proper skills for a... Read more »

It’s not an easy task to open a new motorcycle dealership, buy an existing dealership, or to operate a dealership, for that matter. The costs associated with along with OEM requirements are not something that most folks can comprehend or afford. The barriers to entry in our industry are extremely high.... Read more »

Combine a tight geographic footprint as mandated by its franchise relationship with Harley-Davidson and a real estate market that keeps “Property For Sale” signs at a minimum, and it’s no wonder Huntington Beach Harley-Davidson in California had to wait and then some for the right time to move.
But... Read more »

This is a no-brainer, but it’s a question each of us needs to consider.
If you could hire somebody at minimum wage to do a job that would likely result in very profitable returns for your dealership, would you do it?
Of course you would do it. Why wouldn’t you? Minimal risk. Tons of upside.
So why... Read more »

The single step in the overall sales and finance process that impacts dealer profitability the most is an effective menu presentation.
The Business
What business are you in? A Harley dealer? Multiple brands and segments? PWC only? ATVs mainly? One majority franchise?
Are you the owner or general manager?... Read more »

Who do you cater to?
The best dealers in the country have one very important ingredient. They cater to the guy who hasn’t yet made the decision. The entire business is set up for the Just Looker, not the Just Buyer. Most dealers simply staff to the number of bikes they are selling, not the ones they... Read more »

One of our sayings is: “Nothing happens until something is sold.” You can do all the inventory control you want, but unless you train your staff to do a good job of selling and taking care of your customers, you won’t maximize the capabilities of your department.
You must also have an efficient... Read more »

Question: Do loyalty programs work?
Solid answer: Depends.
Sorry. I know you were expecting a quick, definitive answer. So was I. But there’s not one. Over the past year or so we have seen the sudden appearance of computerized loyalty programs in the motorcycle space. It quickly became the buzzword,... Read more »

In the last two articles we reviewed two of the most important steps in the sales and finance process — the salesperson turnover and the customer interview.
The salesperson had just completed a proper turnover, and the finance manager was then able to do a complete customer interview. Now we’ll review... Read more »